The Counselor Salesperson:

eCSP Mini-Modules

For over two decades, Wilson Learning has been leveraging technology to deliver online learning
solutions for customers around the globe. The need for interactive online learning has increased as
companies seek flexible new ways to train dispersed workforces, speed up learning and usage, and
reach broader audiences. At the same time, technologies have advanced and are more effective and
affordable as training tools.
The Counselor Salesperson Mini-Modules (eCSP Mini-
Mods) provide an interactive online learning experience
modeled after our proven course of the same name.
eCSP Mini-Mods are designed to help salespeople, sales
managers, and sales support personnel gain a practical
understanding of a proven, customer-focused sales
process that helps them see the buyer’s point of view,
while introducing skills that move the buyer-seller
relationship forward. The flexibility of the mini-modules
enables maximum customer application throughout the
entire sales organization and supporting functions.
Common Questions about eCSP Mini-Modules
The concept of online learning appeals to many
organizations, yet still involves a myriad of questions
regarding development and delivery.
1. What do you mean by online learning?
Wilson Learning’s online mini-modules use electronic,
web-based media to deliver asynchronous learning.
2. Why are you calling them mini-modules?
Mini-mods are individual, concise, short learning
segments that can be used to prepare learners for
workshops, reinforce learning, provide key concept
refreshment months or a year later, and support
coaching by managers. Mini-mods can also be used as
part of a complete online learning session.
3. How long are the mini-mods?
Each mini-mod is designed to take approximately eight
to ten minutes to complete. Learners can spend as much
FACT SHEET
time as they like in each mini-mod as they practice skills,
with the ability to move around to review. There are a
total of 23 mini-mods in the program.
4. How do you keep people actively focused to
prevent multitasking, a major barrier to real
learning?
Wilson Learning has designed the mini-mods to provide
a constant stream of engaging learning activities. The
mini-mods are short and visually stimulating, focus on
core learning, and support immediate application.
5. What does the organization need to do differently
when implementing your online mini-modules?
We strongly recommend including key stakeholders.
• Executive involvement: This leads to alignment.
• Sales manager involvement: This leads to
accountability. It engages managers by involving
them in the learning, and enables them to be more
effective in their coaching efforts.
• Support resources: This leads to a common language
and alignment in supporting the sales process.
6. Can these be used in a blended learning solution?
Yes, the mini-mods are designed to complement
classroom and virtual learning, either as pre-session
preparation or post-session reinforcement. They can be
used as a refresher for salespeople who have previously
taken the program or used by salespeople who need
specific reinforcement or further understanding of
specific concepts and how those concepts are applied.

© Wilson Learning Worldwide Inc. All rights reserved.

WilsonLearning.com | 1.800.328.7937
The Counselor Salesperson: eCSP Mini-Modules

Mini-Modules
eCSP Mini-Modules
The complete set of 23 mini-modules

eCounselor Approach—One mini-module

1. The Counselor Approach to Selling

eRelating—There are six mini-mods in eRelating:

1. Relating: Overcoming the Barrier of 4. Purpose, Process, Payoff: Preparing for a
No Trust Sales Call
2. Time and Tension in a Buyer-Seller 5. Showing Empathy: The Ben Duffy
Relationship Approach
3. Becoming a Credible Resource 6. Relating Summary: Overcoming the
Barrier of No Trust
eDiscovering—There are eight mini-mods in eDiscovering:
1. Discovering: Overcoming the Barrier 5. Listening for Needs
of No Need 6. Discovering Business Needs
2. Understanding the Customer’s Need: 7. Reaching Agreement with Your
GAP Analysis Customer
3. Discovery Protocol: Understanding 8. Discovering Summary: Overcoming the
Buying Influences Barrier of No Need
4. How to Discover Using Questions
eAdvocating—There are five mini-mods in eAdvocating:
1. Advocating: Overcoming the Barrier 4. Turning Buying Objections into Sales
of No Help 5. Advocating Summary: Overcoming the
2. Presenting the Value of Your Solution Barrier of No Help
3. Closing the Sale

eSupporting—There are three mini-mods in eSupporting:

1. Supporting Introduction: Overcoming the Barrier of No Satisfaction

2. The Danger of Indifference
3. Enhancing Customer Relationships, Growing Sales

© Wilson Learning Worldwide Inc. All rights reserved.

WilsonLearning.com | 1.800.328.7937